The Big Myth
Most advisors think selling their firm means they have to retire immediately.
Reality check: Less than 5-10% of sellers actually want to exit within 12 months.
- Client relationships are everything - "Is my advisor changing?" is their #1 concern
- Buyers inherit your succession problems and need time to solve them
- Post-acquisition growth is where buyers make their real money
Three key motivators:
- Money - De-risk your asset, take some chips off the table
- Quality of Life - Get rid of compliance, operations, billing headaches
- Growth - Access better systems, resources, and opportunities
- Earnouts based on future growth
- Revenue sharing on new business (20-40%)
- Equity participation in buyer's success
- Payments stretched over multiple years
As the nation's largest RIA ($300B+ AUM), they prefer strategic partnerships over quick flips:
- Want founders to stay 12-24 months minimum
- Focus on cultural fit and growth mindset
- Take over back-office stuff, you keep client relationships
Modern M&A is about partnership and scaling your impact, not cashing out and disappearing. The best buyers want you to stick around and grow together.
Perfect for advisors considering M&A or wondering what really happens post-transaction.
